Sales Process Optimization: A Work Breakdown Structure Approach

Desklib provides past papers and solved assignments for students. This project focuses on improving sales efficiency using WBS.

Professional skills for
business

 WBS is used vastly at large
scale.
 It is the core stage of the
project.
 It degrades the steps according
to the process.
 It will help to increase the
productivity (Siami-Irdemoosa
2015, p.85-94.).
Work Breakdown Structure

Problems
 Script the calls.
 Closing takes two to three days.
Capabilities
 It reduce the time of closing the sale.
 Increase the efficiency of the system.
Benefits
 It will automatically record the calls.
 It will retrieve the data easily (Yacus, 2017).
Project Vision Document
(Yacus,
2017).

 Team Leader – High power
 Call centre team – Medium power
 Sales team- Medium Power
 Sales representative- High power
 Customers – High power (Kazadi
2016, p.525-540)
Stakeholders
(Kazadi 2016, p.525-540).

 Team leader will select event
decomposition technique.
 Call centre team will select user
goal technique.
 Sales team will select user goal
technique.
 Sales representative will select
event decomposition technique.
 Customer will select state event
technique (Barton 2015, p.
179-205).
Elicitation
(Barton 2015, p. 179-205)

 Call centre team
 Sales team
 Team Leader
 Sales representative
 Customers (Rybicka 2015, p 251-
261).
 .
“As-is” process flow diagram

 Team Leader
As a team leader, I want to collate the spread sheet so that it will give to the sales
representative.
 Call centre team
As a team leader of the call centre, I want to makes the script of the phone call so, that the
sales team go the homes & evaluate need of the insulation.
 Sales team
As a team leader of the sales, I want to prepare the quotations & email to the destined
customers so that it will close the sale in one or two days.
 Sales representative
As a Leader of the sales representative I want to enter the measurement & specification of
the requirements of the insulation on the devices directly to instantly stop the sale.
 Customer
As a customer, I want to install the insulation in homes so, that they may install the
insulation in their home successfully (Lucassen 2016, p 205-222).
User stories

Use Cases
Call centre team Sales team

Team leader Sales representative

Customer

 Siami-Irdemoosa, E., Dindarloo, S.R. and Sharifzadeh, M., 2015. Work breakdown structure
(WBS) development for underground construction. Automation in Construction, 58, pp.85-
94.
 Yacus, A., Moloney, J.F., Tello, S., Row, B., Carroll, P. and Bohan-Riley, J., 2017. vision
statement.
 Barton, K.C., 2015. Elicitation techniques: Getting people to talk about ideas they don’t
usually talk about. Theory & Research in Social Education, 43(2), pp.179-205.
 Kazadi, K., Lievens, A. and Mahr, D., 2016. Stakeholder co-creation during the innovation
process: Identifying capabilities for knowledge creation among multiple
stakeholders. Journal of Business Research, 69(2), pp.525-540.
 Lucassen, G., Dalpiaz, F., van der Werf, J.M.E. and Brinkkemper, S., 2016, March. The use
and effectiveness of user stories in practice. In International Working Conference on
Requirements Engineering: Foundation for Software Quality (pp. 205-222). Springer, Cham.
 Rybicka, J., Tiwari, A., Del Campo, P.A. and Howarth, J., 2015. Capturing composites manufacturing waste flows through
process mapping. Journal of cleaner production, 91, pp.251-261.
References